All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing and lead generation programs. They don’t want to waste time and money like the companies that Straight...
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If you want to reach, connect and engage with more IT buyers, then as a sales and marketing professional, you need to position yourself as an expert who wants to have a real relationship that’s based on up-front value.
Yes, I'm saying that the marketing standard of giving value after the fact...
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According to recent LinkedIn reports, B2B buyers seek insights and conversations with vendors on social media. In fact, 2 in 3 are open to connecting with a new vendor and 3 in 4 are ready to have a conversation with a new vendor on social media. So B2B buyers are willing to reveal themselves and...
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LinkedIn Sales Navigator has exciting potential for sales teams — as long as you know how to leverage it in the right way. Here's how.
Sales Navigator can help sales and marketing leaders engage with decision makers more effectively, as it provides real insights into what prospects care about. It...
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As a huge basketball fan, I love March Madness — when the best NCAA basketball teams rise above the rest and compete at an elite level. The teams that win are not always the ones with the best tactical skills. Tactics without a strategy are nothing. The ones that win have the best cohesive team...
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How many times has this happened to you:
You are speaking with a prospective client and you think that everything is going well. It seems like they are willing to invest in your solutions. But, when they ask about price, you inform them of the needed investment and they go silent. They immediately...
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Sales and marketing executives are being mistakenly misled in the amount of time, energy and focus they need to invest on marketing their organizations with LinkedIn. Because they’re not putting in the “time” and because they’re failing to take a strategic lead generation approach, they respond to...
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According to a recent Forrester study, business buyers define a valuable sales meeting as:
A meeting where the firm’s managing director, sales manager or one of their executives demonstrates that they understand their buyer’s specific business issues and they clearly articulate how to solve...
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LinkedIn can and should be one of the most powerful tools in a sales professional’s arsenal as it provides direct access to targeted decision makers and influencers. However, many sales professionals complain that they are not seeing any ROI from their LinkedIn efforts. They are making many...
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